Welcome back to another installment of Whitepaper Wednesday here on the Purchasing Certification Blog. Today, I’ll be reviewing a whitepaper entitled “Toward a Process View of Negotiations” from the Calyptus Group.
The whitepaper begins with a litany of concepts introduced from negotiation books published over the past 30 years. It isn’t exactly clear what the point is of this recitation, but the whitepaper does say “The writings over the last 25 years…expound on the need for process, techniques, planning, and for decision-making. Can a new process be created based on the writings and learning about negotiations? This new process will be uncovered in the balance of this paper.”
While this introduction may whet one’s appetite for the consummate approach to negotiation, the rest of the whitepaper simply applies a label to certain related activities that occur during most every negotiation. That’s not a bad thing, but the process outlined is not exactly an elusive Holy Grail that was missing from all of the great negotiation books that have been published in the last three decades.
So what is this process?
- Decision Making
There’s not a whole lot of meat between the steps to give one an idea of how to conduct each sub-process. If I have to find one worthwhile section of this whitepaper to compliment, I’d have to say that it is in the Share section. The author lists a few specific things to discuss in early negotiations to give the negotiators an understanding of the other party and to set the stage for collaboration. I do see this being an uncomfortable phase for negotiators and it is helpful to have some guidelines if you are uncomfortable breaking the ice.
That’s about all I have to say about this whitepaper. Despite being 13 pages – about twice as long as most whitepapers I review – there’s not a whole lot of substance. However, if a simply labeled negotiation process is what you’ve been looking for, this whitepaper might be for you. You can download your own copy from Calyptus’ website.
And, though I usually don’t do any self-promotion in the Whitepaper Wednesday segment, I’d feel I was cheating you if I didn’t mention a more detailed approach for procurement negotiation: Next Level Purchasing’s online class “Powerful Negotiation For Successful Buying.”
To Your Career,
Charles Dominick, SPSM
President & Chief Procurement Officer
Next Level Purchasing, Inc.
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